Gartner Research

Increase Bargaining Power in an Oracle Negotiation by Using Competition, Strategic Products, Deal Size and Other Leverage Points

Published: 17 April 2014

ID: G00262411

Analyst(s): Lori Samolsky , Jane B. Disbrow


IT procurement professionals can obtain leverage in an Oracle software and services negotiation that will impact not only the price paid, but critical terms and conditions. We identify six points of leverage that customers can use to create more favorable deals with Oracle.

Table Of Contents
  • Key Challenges



  • Oracle Customers Can Improve Deals
    • Use Credible Competition for Purchases
    • Capitalize on Strategic Offerings
    • Maximize Deal Size Where Appropriate
    • Use Strategic Timing for Purchases
    • Avoid License Compliance Issues: License Use Knowledge Is Essential
    • Use Proper Teamwork to Avoid Risky Procurement Behaviors

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